What Founders Don’t Know About QBRs, with Rose Kozar, VP of Client Solutions at Courier Health
Update: 2025-04-22
Description
Most founders think the sale ends with a signed contract. But according to Rose Kozar, that’s just the beginning.
In this episode of The Drafting Table, Rose Kozar—VP of Client Solutions at Courier Health—makes the case that post-sales is the most overlooked growth lever in SaaS. She breaks down how to run high-impact QBRs (Quarterly Business Reviews) that retain customers, unlock expansion, and turn champions into megaphones.
We cover:
- What a QBR actually is (and why most teams get it wrong)
- How to prep QBRs like a Broadway production
- What to say when things aren’t going well
- How post-sales teams should think like revenue teams (because they are)
Whether you’re a founder still managing accounts yourself or building out your first customer success function, this is a masterclass in driving long-term enterprise growth.
Post-sales isn’t a cost center. It’s the engine.
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